Category Archives: demonstrating value

How To Explain To Your Prospects Why They Can’t Pay A Little And Get A Lot!

Many salespeople can struggle with handling the price objection.  Often, it is because they don’t know enough about their product/service and how it compares to that being sold against them by their ‘competitors’.  Where there is a difference in price … Continue reading

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Congratulations On Spotting You Were Up Against Competition; What Took You So Long To Realise It Though?

There’s a well touted statistic that says approximately 65% of salespeople don’t differentiate their product/service from their competitors. That’s quite astonishing really when we consider that today with information so freely available, pretty much anybody can compete with you on … Continue reading

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27 Reasons Why Your Prospects Don’t Buy From You

Sometimes in sales things don’t go as we want them to. Having spent time and effort discussing your product/service with your prospect you can find yourself not winning their business. Spending time evaluating these situations and learning from them can … Continue reading

Posted in Being A Salesperson, Conducting Sales Visits, Continuous Development, demonstrating value, Differentiating Yourself and Your Offer, Justifying Your Price, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , | Leave a comment

Wow … That Is A Beautiful Potato; It Must Be Worth A Fortune! The Importance Of Plan B

How are you getting the message across that your product/service has real value for your prospects and customers alike? Do you struggle to do this, especially in a world where technical advantages can be eroded in next to no time? … Continue reading

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